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Should you score leads vs customers differently?

Question asked by James Zolinski on Sep 25, 2018
Latest reply on Sep 25, 2018 by Grégoire Michel

Is it necessary to score lead activities differently from customers activities? We are starting to create scoring and some feel we need to score/identify customers activities differently than leads activities. If we do need to score differently, how would we score what a customer does vs what a lead does? Will we be able to identify customers vs leads? Is it necessary to score customers activities? I have noticed the majority of our customers activities entail logging in to their account, which I am not sure is a worth while activity to track since they are mostly paying bills.